Negotiation

Negotiation

1. Internal and external factors

   • External
     • financial environment
       • behavior of the local or global economy
     • Political changes
       • A change of government, of local or international policies
     • Technological advances
       • The impact of technology spans all levels of an industry
     • Socio-cultural elements
       • Entering an era of acceptance, progressivism and recognition
     • Environment
       • Whether by sea, land or water, accidents or natural disaster are inevitable
   • Internal
     • Information and preparation
       • knowing the strengths and weaknesses
     • Scenario and time
       • The space where the business meeting takes place
     • Personality
       • The adaptability, patience, kindness, humor, Control of emotions

2. Negotiation Strategies

   • Both-Win Negotiation
   • What Are You Willing to Trade Off For?
   • What-Ifs
   • One More “No”
   • Find the Pressure Points
   • Expectations and Achievements
   • Bogey Strategy
   • Breaking an Impasse
   • Deadlines Work
   • Deadlock
   • Last and Final Offer
   • Take It or Leave It
   • The Iceberg Theory
   • Successful Team of Negotiators
   • Escalation in Negotiations
   • Partnering is a Marriage – Not a Long Date

3. Negotiation Process

   • Preparation and Planning
   • Definition of Ground Rules
   • clarification and justification
   • Bargaining and problem solving.
   • Closure and implementation.

4. 6 p's of negotiation

   • Person
     • Define the very essence of negotiation. Take into account the people, the product or service
   • Process
     • Diagnose who we are dealing with or negotiating with.
   • Product
     • characterize what is being negotiated
   • Problem
     • conflicting negotiation
   • Power
     • the power that one person has over the other when negotiating
   • Pronostic
     • ruled by external forces

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